Competitive opportunity : how to achieve superior performance in difficult times /
Kaydedildi:
| Yazar: | |
|---|---|
| Materyal Türü: | Kitap |
| Dil: | English |
| Baskı/Yayın Bilgisi: |
London :
Kogan Page,
1992.
London : 1992. |
| Konular: | |
| Online Erişim: | Table of contents |
İçindekiler:
- Machine derived contents note: Part I: Adversity Stimulates Improvement
- 1 An Ocean of Opportunity
- The past is another country 1 1; A time of competitive
- opportunity 12; Be pro-active 13
- 2 Leadership Is the Key
- Without a vision, the people perish 16; Communicate!
- Communicate! Commununicate! 17; AU for one, and one for all 18
- 3 Learning From the Past
- The effects of recession 19; What exactly is a reces-
- sion? 20; Hard-to-spot turning points 2 1; Poor statistics
- 21; Politics affects economics 22; The experts are often
- mistaken 22; Interest rates rise 23; Why so great an effect
- on your company? 24; After-effects linger 25
- Part II: Costs, Flexibility and Cash
- 4 Cut Costs Strategically
- Key principles 31; Information is the key 32; Setting
- targets 39; Making the cuts 45; Investing for the
- future 49
- 5 Improving Flexibility
- Flexibility is the key 53; Making costs as variable as
- possible 53;Increasing flexibility through people 57
- 6 Improving Cash Flow
- Saving cash for other battles 69; Putting out the fire 69;
- Factoring 69; Leaseback 70; Keeping tabs on the inven-
- tory 70; just-in-time 71; Paying later 72; The customer
- pays first 72; Controlling debtor risk 73; Leasing 73
- Part III: Competitive Marketing
- 7 Making the Most of Existing Customers
- Like filling a bath with the plug out 77; Go where the
- money is 77; The three Rs 81; Repeat business 81;
- Recurring revenue 85; Referrals 88; Partnership 89
- 8 Winning Revenue From New Customers
- Relationships unfreeze 101; Find new customers 102;
- Reach more customers more cost effectively 113; New
- products, new ideas 119
- 9 Avoid the Slide into Price Cuts
- Significant bottom line impact 125; Anybody can sell on
- price 126; The whole product 126; Perception is real-
- ity 129; Raise prices 132
- 10 Dropping Prices
- Disguising price falls 137; Dropping prices openly 138;
- Variable pricing 140; The three types of pricing 142
- Part IV: Buying Undervalued Companies
- 11 Many Cheap Companies
- Plain incompetence 151; Getting forecasts wrong 151;
- Overexpansion 152; Bad management made more
- obvious 152; Inability to change 154; The leader can
- obstruct 154;The greater fooltheory 155;Basing growth
- on continuing rise in asset values 155;The mystique of the
- chief executive officer 156;The herd instinct 157;Out of
- debt,outofdangcr 157;Paying too much 158;Debt is
- cheaper than equity under normal conditions 158; Low
- threshold of pain 159; Mergers have high failure
- rates 161; Feeding frenzy 163; Spinning off diversifica-
- tions which didn't work 163; Disintegration 165; Over-
- capacity 165; Buying abroad 165; Exploiting tax
- losses 166
- 12 Making the Most of the Buying Opportunity
- Undervalued companies 169; Realizing the value of an
- acquisition 172; Managing the acquisition process suc-
- cessfully 175; Conclusion 178
- References
- Further Reading
- Index.